Adding Value

“Ask 100 different people at 100 different companies why their clients buy from them, and you’ll likely hear 100 different answers with the same underlying theme: the value we provide.”

Whitepaper, RAIN Group

Deliver Value

Pipeliner CRM has robust accountAccount Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. management features so that you can add value to your customers.
The Org Chart visually shows the hierarchy within your customerCustomer Customer is an individual or an organization that purchases a product or signs up for a service offered by a business.’s organizationOrganization Organization is a cohesive group of people working together and formally bound by a shared identity (e.g., one team, company, club, etc.) and a common purpose (e.g., business growth, athletic victory, etc.).—cards with specific contacts are placed in a hierarchical relationships to one another.

Org Chart Features

Customize Card View
Indicate Strenght of Relationship
Highlight Level of Influence
Add Comments to Card View
Click on the Contact to see Feeds (email & text)
Highlight Attitude to your ProductProduct Product refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price./Service
To learn more about the Org Chart click here

Relationship Graph

Similar to the Org Chart is the Relationship Graph, which utilizes the same kind of cards. The Relationship Graph doesn’t show the hierarchy, but indicates influence, even by those outside your customer’s organization such as partners and consultants.

Your account managers should be aware of these relationships, as their goal is to expand accounts, which cannot take place without details such as these.

To learn more about Relationship Graph click here

Creating Value is a Team Sport!

Account Management requires a team effort and every team member needs access to dataData Data is a set of quantitative and qualitative facts that can be used as reference or inputs for computations, analyses, descriptions, predictions, reasoning and planning. about their own activities and tasks in relation to an account. Because different people are viewing and working with an account, Pipeliner provides different views.

Not only do people have different preferences in the way they view data, but different roles within a company have different requirements for viewing data as well.

“If you’re going to drive value proactively, a variety of people will need to do a variety of things. People on your team need to create action plans detailing what everyone needs to do, hold people accountable, and manage the whole strategic account growth process.”

Whitepaper, RAIN Group

Additional Resources

Don’t Sell People “Things”–Sell Them Value by Robert Jolles

If you want a better understanding of what truly motivates people who are looking to buy, here’s a great story–backed up by one of my favorite poems. I was recently working with a group of sales professionals when an interesting moment of truth was brought to light by a discussion that broke out. I was…

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Sales Effectiveness Comes From Sustainable Value by Nikolaus Kimla

What is sustainable value? Stated simply, it is “value that keeps on giving.” For the customer it is that quality of a product, service or company that always delivers, that is always there. For the seller, it is an opportunity or an account that pays for itself over and over. Sustainable value should be the…

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Enablement and Elite Customer Focus: Value Focus by Mark Boundy

The last of a 4 part series. If you aren’t enabling a culture of continuously improving value focus, you’re falling behind some competitors. In part one of this series, I introduced the idea that customer-perceived value is the kernel within “customer focus” that actually moves customer decisions, and you need to focus sharply on value…

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ClientClient A client is an entity who pays another entity for products purchased or services rendered. Also called a customer. Value – The Last Man Standing by Brian Sullivan

It’s been a time of turbulence for us all, a time of great change. Our ability to adjust and be agile in serving our major clients while their very business models have been under stress has been pivotal, to say the least. Think about the key metricsMetrics Metrics are quantities that are measured and used to: that drive our organizational engines – sales, revenues…

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